Shows / 30 Minutes to President's Club | No-Nonsense Sales
30 Minutes to President's Club | No-Nonsense Sales
The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual. 30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales…
Episodes
30 Minutes to President's Club | No-Nonsense Sales#295 - Enterprise Pipeline Reviews & Deal Planning (Greg Baumann, Outreach)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask your reps to think about the "first win" they can make with a large account Look for "Alumni" who have recently left…
30 Minutes to President's Club | No-Nonsense Sales#294 - May Special: Negotiation ft. Chris Voss (Part 1)
FOUR ACTIONABLE TAKEAWAYS Condition your prospect for future interactions by giving them time back in their calendar & leaving them on a positive note Do not…
30 Minutes to President's Club | No-Nonsense Sales#293 - Hall of Fame: Charles Muhlbauer
Four Actionable Takeaways: Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”. Lean on humbling disclaimers before asking the…
30 Minutes to President's Club | No-Nonsense Sales#292 - Overcoming Team Call Reluctance and Setting Activity Benchmarks (Ken Amar, Agoge Prospecting School)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a "headhunting drill" and have your new reps call your own executive team SDRs should have 300-400 prospects in…
30 Minutes to President's Club | No-Nonsense Sales#291 - Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive)
FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list…
30 Minutes to President's Club | No-Nonsense Sales#290 - Hall of Fame: Morgan Melo
FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they…
30 Minutes to President's Club | No-Nonsense Sales#289 - Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Designate specific people to cover very specific topics in the interview process so they can get really good at those core…
30 Minutes to President's Club | No-Nonsense Sales#288 - Testing Champions and Getting to Power (Maddy Jackson, Webflow)
FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as…
30 Minutes to President's Club | No-Nonsense Sales#287 - Hall of Fame: Krysten Conner
FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What’s…
30 Minutes to President's Club | No-Nonsense Sales#286 - Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Name and define your competencies Be extremely intentional about how you are going to interview those competencies. Get…
30 Minutes to President's Club | No-Nonsense Sales#285 - Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)
FOUR ACTIONABLE TAKEAWAYS Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking…
30 Minutes to President's Club | No-Nonsense Sales#284 - Hall of Fame: Charly Johnson
FOUR ACTIONABLE TAKEAWAYS Start your email with research personalization to stand out in the inbox (vs generic greeting). Quote the prospect/company directly…
30 Minutes to President's Club | No-Nonsense Sales#283 - Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS The best reps never ask the same question twice. Turn pressure to productivity. Our job as leaders isn’t to pass pressure…
30 Minutes to President's Club | No-Nonsense Sales#282 - Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team…
30 Minutes to President's Club | No-Nonsense Sales#281 - Hall of Fame: Stephen Guerguy
FOUR ACTIONABLE TAKEAWAYS Challenge your prospect on fit early and often to test buy-in. Set landmines for competitors during the requirement-gathering phase…
30 Minutes to President's Club | No-Nonsense Sales#280 - Why Your SDR Team Should Be Pipe Gen Forecasting (Maya Connet, Clari)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Booked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs. There's a top-down…
30 Minutes to President's Club | No-Nonsense Sales#279 - Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
FOUR ACTIONABLE TAKEAWAYS If you don’t have enough pain, ask for some documentation prior to the demo. The SE should reaffirm and ADD 15 minutes of discovery…
30 Minutes to President's Club | No-Nonsense Sales#278 - April Special: The Future of Sales AI ft. Corporate Bro
ACTIONABLE TAKEAWAYS Do the opposite of every single thing Corporate Bro Says Listen to Corporate Bro on his podcast Demoted Follow Corporate Bro on social…
30 Minutes to President's Club | No-Nonsense Sales#277 - Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Effective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn…
30 Minutes to President's Club | No-Nonsense Sales#276 - How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)
Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls FOUR ACTIONABLE TAKEAWAYS…
30 Minutes to President's Club | No-Nonsense Sales#275 - Hall of Fame: Cory Bray
FOUR ACTIONABLE TAKEAWAYS: Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. Avoid open-ended q’s, instead…
30 Minutes to President's Club | No-Nonsense SalesProduct Roadmap: Q2 2024
Q2 ROADMAP We wrote the book on Cold Calling: Preview the Intro Mr. Miyagi Method: 18 Cold Call Objections & How to Handle Twitter: Follow Armand YouTube: Stay…
30 Minutes to President's Club | No-Nonsense Sales#274 - Tactics for Tackling Team Promotions and Behavior Changes (Jonah Mandel, Guesty)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Increase the surface area of your luck. Sometimes, getting promoted takes luck. So help out as much as possible in all the…
30 Minutes to President's Club | No-Nonsense Sales#273 - Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
FOUR ACTIONABLE TAKEAWAYS When you’re doing a POC, you should be surveying the users and participants in that POC about their experience. If you’re working in…
30 Minutes to President's Club | No-Nonsense Sales#272 - Hall of Fame: Doug Landis
FOUR ACTIONABLE TAKEAWAYS Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect. Avoid deep-diving…
30 Minutes to President's Club | No-Nonsense Sales#271 - How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
Chase Macaione's Discovery Call Prep Sheet & Guide FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion…
30 Minutes to President's Club | No-Nonsense Sales#270 - Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection
Every 10th episode, we tear down one topic. This time, we’re talking about objections. ACTIONABLE TAKEAWAYS Most objections are actually reactions. So if you…
30 Minutes to President's Club | No-Nonsense Sales#269 - Hall of Fame: Keenan
Four Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first. * Condense the problem you solve into a…
30 Minutes to President's Club | No-Nonsense Sales#268 - How to Build an Early Stage Sales Team Beyond the First Five Reps (Miles Kane, Tenderly)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers…
30 Minutes to President's Club | No-Nonsense Sales#267 - Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are…
30 Minutes to President's Club | No-Nonsense Sales#266 - Hall of Fame: Jeb Blount
FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt…
30 Minutes to President's Club | No-Nonsense Sales#265 - Video Playbook: Book 1 In 3 Cold Calls With This Opener
The "Heard The Name Tossed Around Opener" - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to…
30 Minutes to President's Club | No-Nonsense Sales#264 - Why You Should Practice Breathwork Before Starting Team Meetings (Alex Kremer, Alluviance)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Have two one-on-ones in a week. One that talks deals and one focused on your rep as a person. Investing in a person always…
30 Minutes to President's Club | No-Nonsense Sales#263 - Why You Should Never Mention AI in Your Sales Calls (Nick Casale, Handoffs)
FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig…
30 Minutes to President's Club | No-Nonsense Sales#262 - Hall of Fame: Josh Braun
Four Actionable Takeaways: Figure out the cost of inaction when a prospect says “this isn’t a priority right now”. Sell from the buyer’s perspective w/ Poke…
30 Minutes to President's Club | No-Nonsense Sales#261 - Steal the new model for the anti-bloated, recession-proof sales team
RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
30 Minutes to President's Club | No-Nonsense Sales#260 - Communication Hacks to Unleash Your Sales Team’s Full Potential (Jake Dunlap, Skaled Consulting)
Check out Jake’s new book The Innovative Seller: Keeping Peace in an AI and Consumer-Centric World and order your copy today! FOUR ACTIONABLE LEADERSHIP…
30 Minutes to President's Club | No-Nonsense Sales#259 - How to Roll with ANY Objection in a Cold Call (Sara Plowman, Pareto)
Register for the Tactic Teardown on how to beat any objection in a cold call. FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect…
30 Minutes to President's Club | No-Nonsense Sales#258 - Hall of Fame: Joe Diliberto
Four Actionable Takeaways: * Use an UFC at the beginning of your meeting to anchor customers to next steps at the end. * Use an UFC at the end of your meeting…
30 Minutes to President's Club | No-Nonsense Sales#257 - Club Playbook: How Gong's Top Rep Makes A Cold Call (ft. Jc Pollard)
FOUR ACTIONABLE TAKEAWAYS: Pre-research your subject for a more personalized cold call that makes the interaction intentional and human. It tells them you’ve…
30 Minutes to President's Club | No-Nonsense Sales#256 - How To Prep Reps Pre-Call And When To Jump In Yourself (Pleasant Middelhof, Convertr)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Prep your reps on both what they should get out of the call and how they plan to get it Pay special attention to how your…
30 Minutes to President's Club | No-Nonsense Sales#255 - NOT Personalizing Your Emails to Get More Deals (Julia Carter, Marpipe)
FOUR ACTIONABLE TAKEAWAYS Don't shy away from including images in your prospecting emails, particularly if you sell a visual solution. Add value with a…
30 Minutes to President's Club | No-Nonsense Sales#254 - Hall of Fame: Adam Ochart
Four Actionable Takeaways: Mirror the objection, then ask a loaded question for the anaconda squeeze Use slides to give prospects control and choice over what…
30 Minutes to President's Club | No-Nonsense Sales#253 - How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Cut books by ICP and ARR opportunity — don’t force GEO territories if your ICP is clustered within a few major regions…
30 Minutes to President's Club | No-Nonsense Sales#252 - Secrets to Break Into Top-Tier Accounts with Product-Led Growth (Andrew Johnston, Superhuman)
RESOURCES DISCUSSED View the written summary of this episode Get 1 month of Superhuman on us Other things you can steal FOUR ACTIONABLE TAKEAWAYS Do not enter…
30 Minutes to President's Club | No-Nonsense Sales#251 - Hall of Fame: Belal Batrawy
Four Actionable Takeaways: Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need) First 15 seconds explain why you called, say it’s a…
30 Minutes to President's Club | No-Nonsense Sales#250 - Lead Playbook: Armand and Mark Teach You How to Train Your Team
Every 10th episode, we tear down one topic. In this Lead Playbook, we’re talking about team training. FOUR ACTIONABLE LEADERSHIP TAKEAWAYS It is crucial to…
30 Minutes to President's Club | No-Nonsense Sales#249 - Best Pre-Call Prep Tactics That Will Help You Nail Your Opening Sales Call (Taylor Lemke @ Zapier)
FOUR ACTIONABLE TAKEAWAYS Do not go in blind to an inbound lead meeting. Give your prospect a pre-meeting questionnaire to fill out so you can have a far more…
30 Minutes to President's Club | No-Nonsense Sales#248 - Hall of Fame: Charles Muhlbauer
FOUR ACTIONABLE TAKEAWAYS The humbling disclaimer: “I feel a bit crazy asking this question, but…” Use the scale - “is this a 1 meaning it’s the worst thing…
30 Minutes to President's Club | No-Nonsense Sales#247 - How to Rip Through 10 Calls in a 30 Minute Sales Coaching Session (Sean Gentry @ Webflow)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Spend 30 minutes BEFORE your 1:1's figuring out what you want to coach on Start with the metrics, then use the metrics to…
30 Minutes to President's Club | No-Nonsense Sales#246 - Q&A: JBay and Armand Teach you to Write a Cold Outbound Sequence
FOUR ACTIONABLE TAKEAWAYS - How can I prevent myself from getting flagged as spam? Avoid as many links as possible in that first email. Stick to just a website…
30 Minutes to President's Club | No-Nonsense Sales#245 - Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspots Get…
30 Minutes to President's Club | No-Nonsense Sales#244 - How to Tear Up Your Territory to Kickoff 2024 (Luke Floyd @ Deel)
Steal Luke’s Territory Planning Spreadsheet FOUR ACTIONABLE TAKEAWAYS When prospecting, start to look for lookalike accounts. For example, if you’re having…
30 Minutes to President's Club | No-Nonsense Sales#243 - The Ultimate Guide to Interview and Train High-Performing SDRs (Kyle Coleman @ Copy.ai)
Kyle Coleman's Metrics to Quota Calculator FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Kyle runs 3 live interviews with pair interviewers — having two people from…
30 Minutes to President's Club | No-Nonsense Sales#242 - Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
Steal Clari’s templates to get your deals closer to close FOUR ACTIONABLE TAKEAWAYS Help your customer build a case for why they shouldn’t be trying to build…
30 Minutes to President's Club | No-Nonsense Sales#241 - Club Playbook: Three Steps to Using LinkedIn to Find More Prospects (ft. Charlotte Johnson of Salesloft)
Charlotte's LinkedIn Prospect Guide FOUR ACTIONABLE TAKEAWAYS Use the spotlight filter to find some quick wins within the prospect list you’ve targeted using…
30 Minutes to President's Club | No-Nonsense Sales#240 - How to Run Team Deal Reviews to Find the Blindspots (D’Arcy Doyle @ Productboard)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Run weekly team deal reviews where the entire team finds the blindspots in a deal. Make those deal reviews positive and…
30 Minutes to President's Club | No-Nonsense Sales#239 - 30MPC’s 2023 Awards
You want the hottest tactics we’ve heard in 2023? We present 30MPC’s Awards for best episodes and tips of the year! Who took the golden pineapple? Take a…
- 30 Minutes to President's Club | No-Nonsense Sales
#238 - Playbook Special: Cold Calling
We're bringing back one of our most popular playbooks ever as we launch the 30MPC Book on Cold Calling Part 1: The Playbook Revisited Use a permission-based or…
30 Minutes to President's Club | No-Nonsense SalesProduct Roadmap: Q1 2024
We wrote the book on Cold Calling - 30mpc.com/book RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training